How to replace leads with opportunities for the sales team through Account Based Marketing.

Today’s topic is how to replace leads with opportunities for the sales team through Account Based Marketing. My goal is to bring clarity to whether ABM is hype or real for your company. If you live or die by the big deal, Account Based Marketing should be on the top of your priority list. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.


Our guest today is Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a B2B marketing and sales enablement team. PGi is the world’s largest dedicated provider of collaboration software and services to business, hosting over a million people each day utilizing their products. 


Watch my interview with Leo as he describes the journey his company has gone through to leverage ABM. Leo and I discuss the ABM topic that is receiving a tremendous amount of buzz.  This is an ideal video resource to help B2B marketing leaders separate the hype from the reality.


ABM is perfect in an environment where you make or miss your number based on a few big deals.  To attain over achievement there are a half of dozen deals a year that are very large. Having marketing focused on those deals, with sales, increases the probability of closing those.  ABM is all about having marketing focused on helping us generate those big deals.  


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job





Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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